MGT-445 Wk-1 Discussion Questions

1). What are the elements of a negotiation? What are some of the problems you have experienced when negotiating? How would you address these problems?

1. In the world of psychology, there are many elements to negotiation and those include a relationship between two or more parties with an ability to communicate. The negotiation comes into play because for negotiations to exist there must be two differing perspectives that are causing conflict. When negotiations begin, the parties must be interested not only in their personal point of view, but also in the alternative perspective. Developing options and coming to compromise are possibly the more important elements of negotiation, thus leading to those involved finding out how legitimate the opposing arguments are. Once negotiation is to take place, there must be a commitment from both sides that will allow for an agreement.

Problems arise in negotiation when the representatives from each perspective are not willing to compromise or if there is a failure to communicate. Negotiations fail when there is a misunderstanding or misinterpretation in what is being discussed. Another problem with negotiation is when people include their values and personal mission to solve a community problem.

Addressing these problems would come from developing a system for negotiations. This would include sitting down and doing a thorough investigation of a personal point of view and searching for all other known alternatives, and going into a discussion with an open mind. Not only does that open the lines of communication, it also assists in developing new information and could perhaps change the position I have taken on an issue

2. The role of perception is important because, if you are unable to see a problem from all angles, a resolution may not be found due to a limited scope. Perception inhibits reasoning in negotiations. To avoid misinterpretation during a negotiation, both parties should research their points of view and come to the meeting with an open mind. Brainstorming is a great way to begin negotiations, as it allows for new concepts to be uncovered in the process.

3. Personality style is important when considering negotiation, as there are more dominant personalities that tend to outshine those who are more introverted. The “big five” are openness, conscientiousness, extroversion, agreeableness, and neuroticism. The “big five” are used in psychology to describe the personality types that often exist. They affect negotiation because when you can identify what kind of personality you have. Self exploration is essential in negotiation, and the more a person can identify their personal tendencies, they can better accept and understand counter points of view. This will ultimately assist in the negotiation process. Personally, I would believe to be open and conscientious. Thus, people who are extroverted are generally harder to deal with because they are more forward with their thoughts. A strength of openness and conscientiousness would be my ability to be efficient and to think things out clearly before choosing a side to argue from.